Senior Account Executive
About The Position
Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience. Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multi-cloud environments – stopping the spread of attacks before they become disasters. Recognized as a Leader in the Forrester Wave™ for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running. Our Regional Sales Directors are the driving force behind our success, actively seeking and securing new business opportunities across State, Local, and Education (SLED) accounts through a named accounts approach. They excel in navigating complex public sector sales cycles, often ranging from $250k to over $1M+, involving multi-year contracts, formal procurement processes, and partner-led motions. We're seeking adaptable individuals who thrive on exceeding goals year after year. Joining our Sales team means collaborating with top-tier professionals who are passionate about pioneering Zero Trust Segmentation across critical public sector infrastructure. Together, we're assembling a world-class global team united by one mission: to combat ransomware and breaches that increasingly target government and education environments.
Requirements
- 8+ years of full-cycle enterprise sales experience, with recent, in-region experience selling into SLED accounts (state, local government, and/or education), ideally within security and/or networking software in the North Central region.
- Candidates must have a primary focus on SLED, with the majority of their quota-carrying experience dedicated to public sector accounts (not hybrid enterprise/SLED coverage).
- Proven success navigating complex public sector procurement processes, including RFPs, RFIs, and contract vehicles, with a strong partner co-sell motion
- Proven success navigating complex public sector procurement processes, including RFPs, RFIs, and contract vehicles, with a strong partner co-sell motion
- Ability to deliver compelling “teaching conversations” tailored to public sector challenges such as ransomware resilience, compliance mandates, and budget constraints
- Demonstrated ability to engage with urgency while navigating longer sales cycles, leveraging multiple routes to market including partners and existing contract vehicles
- Strong discovery skills — knows how to ask the right questions of both technical and non-technical stakeholders, and can translate Zero Trust Segmentation into mission-aligned outcomes
- Track record of selling to senior leadership within public sector organizations (CIO, CISO, IT leadership, procurement), with an established network in the region preferred
- Experience working in fast-paced, evolving environments with the ability to adapt to changing public sector priorities and funding landscapes
Responsibilities
- Serve as the front-line leader in the Illumio field organization, finding and creating new sales opportunities within our target accounts and leading a virtual team of Illumio people and external partners to win those opportunities
- Create and execute a SLED territory plan focused on “land and expand” within assigned agencies and institutions, prospecting into target accounts to engage economic buyers, technical stakeholders, and procurement influencers
- Drive a regional sales plan that incorporates tight collaboration between ADRs, partner account managers, customer success advisors, and extended field team resources, with a strong emphasis on partner-led motions
- Accurately forecast deals with an understanding of public sector sales cycles, budget timing (fiscal year, grants, funding cycles), and procurement milestones
- Identify, engage, and build strategic relationships with key public sector partners including resellers, system integrators.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
